At a glance
A US telco's stalled accounts, generic outreach, and buyers who couldn't see the fit. $23m closed-won in three months. $108m of new pipeline.
23m closed-won in three months, from a pipeline that had stalled
The blocker
A US telco's sales teams were under pressure to reopen stalled accounts. Outreach felt generic, and buyers couldn't see how the company's complex products applied to their own business.
The teams had the accounts but no real view of buyer interest. Conversations ran on assumptions and follow-ups, and buyers weren't confident the product would fix their actual problem. So decisions stalled and the pipeline sat there, dormant
The fix
We deployed a buyer-first Digital Sales Room that changes how complex products get seen, shared and chosen. Instead of generic follow-ups, buyers get a clear, interactive way to explore how an offer fits their world, mapped to their business and their sites, so they can understand and compare it either on their own or alongside sales.
For the sellers, it's fast to use and immediately different. They can see what resonates, which stakeholders are active and where the real interest sits, which makes for sharper follow-ups and faster decisions.
The result
Sales stopped guessing and started leading conversations off what buyers were actually doing. Buyers grew more confident because they could see how the product applied to them.
- $23m closed-won revenue in three months
- $108m new pipeline generated
- 80 new opportunities created
- 600 salespeople onboarded in the first three months
A pipeline comes back to life when confidence returns on both sides. When buyers can see the value and sales can act on real interest, the results come fast.
"The fastest tool ever adopted across our sales organisation"
— Head of Sales Enablement, US telco
Our thinking
